Episode #10 How to get more leads from your network

In this episode of the Sales Leadership Lab, Dipti Pandit interviews Stephen Oommen, an enterprise revenue strategist with extensive experience in sales. They discuss the importance of communication, the balance between entrepreneurship and employment, and the psychological aspects of cold calling. In this conversation, Stephen Oommen discusses the essential elements of building a successful sales strategy, focusing on the Five C's of Referrability: Character, Conviction, Clarity, Competence, and Credibility. He emphasizes the importance of personal character in sales, the role of effective leadership, and the shift from a go-to-market approach to leveraging personal networks for sales success. Takeaways Embrace the trust gap Balance between entrepreneurship and employment Five C's of Referrability Importance of Character in Sales Chapters 00:00 Introduction to Sales Leadership 02:07 The Impact of Childhood on Career 04:03 Navigating Corporate Experiences 07:48 The Entrepreneurial Mindset 12:06 Courage in Career Transitions 16:06 Family and Work-Life Balance 19:59 Mastering Cold Calling Techniques 23:53 Conviction in Sales 24:44 Building Conviction in Sales 26:47 The Five C's of Referrability 32:32 The Role of Character in Sales 35:32 Leadership and Coaching in Sales 42:07 Go to Network vs. Go to Market 45:41 The Future of Sales in 2026 Contact: Stephen Oommen -   / stephenoommen   Link to Tedx -    • How to build a reputation that gets you jo...   Website - stephenoommen.com/ Dipti Pandit -   / diptipandit   Website - https://salespundit.com.au/